You've spent hours preparing a 45-minute talk. And then it's over. Most professionals walk away thinking "that went well" and leave it at that. My three-stage framework: (1) Preparation + (2) Presentation + (3) Amplification turns one talk into weeks of business development activity.
Read MoreAsking for work feels awkward. Here are seven tactics that shift the conversation from selling to helping - so you win clients without being pushy."
Read MoreWhy do so many law firm innovations flop? Because they’re built in a vacuum. In this guide, Michele DeStefano and Sue-Ella Prodonovich explore how lawyers can stop “dancing with themselves” and instead innovate with their clients—delivering value that’s co-created, not just well-intended.
Read MoreMeetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.
Read MoreIf you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …
Writing an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.
Read MoreWinning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
Read MoreAs professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
Read MoreMost law and accounting firms know newsletters showcase expertise and generate leads, but execution is difficult. Here's the 6-step framework: make the process quick (48-hour approvals), easy (question templates), shareable (integrate with blog/social), professionally packaged, cross-promoted, current, and high-quality.
Read MoreBeing ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
Read MoreIf you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
Read MoreMoving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition in this 9-step Guide.
Read MoreZoom is no longer new. But the bad behaviour hasn't gone away. It's just got more creative. Here are seven rules of video meeting etiquette for lawyers and professionals who'd like to be remembered for the right reasons.
Read MoreThese five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
Read MoreWhilst having a stringent, forward-thinking business development plan is critical, ensuring it is compatible with your personal values and ideals ensures its viability and success.
Read MorePerth HLB Mann Judd Partner Litsa Christodulou recently made history as the first HLB Mann Judd Partner to win “Most Client-Focused Accountant” at the annual AFR Client Choice Awards. Here she talks about the changing nature of client service delivery and why managing the ‘variables’ is so important for all accounting professionals.
Read MoreIt’s not long until the holiday season kicks off and everyone needs a break. Which brings me to your ‘out of office', or at least how to write one without weasel words. And it goes a little something like this …
Read MoreReferrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
Read MoreEnjoying your work is an important, and often overlooked, part of building a successful practice. After all, if you’re not happy doing what you do, bringing in even more of the same won’t cure anything.
Read MoreIn a market where buyers have the power, it can be hard to know how to price professional services competitively without compromising profitability. But, by following these 6 rules, you’ll be a lot closer to being on the money.
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